Guo Meng: Learning corporate culture is the reason for success 2024 Business Companions

Here are the 100 faces of Huawei's partners in 2024

【Business Companion】No.12

"I believe that this good cause will definitely become a good result in the future."

Guo Meng, general manager of Beijing Licheng Hechuang Technology Development Co., Ltd., has paid more and more attention to the advancement of corporate culture in the past one or two years, after all, the company's revenue in 2023 has reached more than 200 million yuan, and there are 50 or 60 employees.

"We have a saying that what you can become in the next five years must depend on who you come into contact with during this time. How much effort has been put in? Or even what books were read? In Guo Meng's view, the learning-oriented corporate culture has always been the core of Licheng Hechuang, and now Licheng Hechuang has learned a new content, that is, Huawei's "customer-centric, striver-oriented".

A learning organization

To be precise, the cooperation between Beijing Licheng Hechuang and Huawei has only become closer and closer in the past six months.

"Obviously, our strategy for the first half of 2023 has gone wrong, funds, inventory, and payments have all been affected, and the company needs to adjust its thinking and return to a learning corporate culture." Guo Meng recalled.

In fact, in the eight years from its establishment in 2008 to 2016, Licheng Hechuang mainly focused on the regional distribution of a supplier. In 2016, Licheng Hechuang experienced a similar situation, as the distribution margin continued to decline, Guo Meng found that increasing the scale to win by volume is not the company's strength. More importantly, worrying about running water every day not only cannot make the company grow, but also cannot make every employee grow personally.

Guo Meng realized that only the common growth of enterprises and employees is the only way for enterprises to become bigger and stronger and develop in the long run. He decided to transform the company more into project integration and customer service, adding more brand vendors, as well as infrastructure products such as servers, storage, networking, and security, to provide customers with more added value.

At that time, Licheng Hechuang used the resources of the manufacturer's product manager of each product line, and through the efforts of the technical department, the products and solutions were made into PPT and recorded into small videos to empower the company's sales. For a time, the learning atmosphere gradually formed within the company, and the learning organization was called the company's corporate culture.

In addition to the technical department, in 2016, Licheng Hechuang also set up a customer department, first through books, through training, began to explore how to make the first call, so that customers are willing to talk to you? How do I shake hands with a customer for the first time? How to make the first visit with the customer to find the customer's basic needs, pain points and problems? All of these are through specific sales drills, through their own practice and exploration, and then to the company for sharing and discussion, and gradually form a complete sales system suitable for Licheng Hechuang.

With such accumulation, and more importantly, with the corporate culture of such a learning organization, when the company encounters a development bottleneck again in the first half of 2023, it will be able to quickly adjust its direction and get back on track.

Stabilize the fundamentals

Today, Licheng Hechuang has an office in Beijing and an office in Henan, with more than 60 people in the two places. From the internal organizational structure, Licheng Hechuang is mainly divided into two major directions: products and customers.

"The purpose of the product is to bring landing to customers and bring applications to customers, which is equivalent to a foundation and our basic disk." Guo Meng said that the company's junior, intermediate, senior and consultant-level product engineers account for about 20 people; On the basis of the product, the remaining human resources are doing customer project services, including customer pre-sales and after-sales teams and technical service teams.

Based on the accumulation of the past, the engineer team of the product department has quickly learned, sorted out product and solution resources, and recorded video explanations of product solutions to provide support for sales and customers. For sales training, on the one hand, we conducted one-on-one sales communication with Huawei and organized multiple sales skills trainings. On the other hand, seven or eight department heads were organized to participate in Fan Deng's professional closed training and organize reading clubs, one is to improve management-related cognition, and the other is to drive the combat effectiveness of the whole team.

In fact, in addition to sales training, Licheng Hechuang gradually introduced a CRM customer management system a few years ago and established systematic business opportunity management and customer classification standards shortly after transforming customer service. There is no doubt that the introduction of CRM system is also a key step for Licheng Hechuang to learn and grow. With CRM, Licheng Hechuang began to classify old customers, and if there were not enough old customers, they would find ways to find new customers, find ways to let them land, and then screen high-quality customers who could continue to generate more sales opportunities.

After several years of exploration, Licheng Hechuang has now accumulated in many fields such as medical care, manufacturing, industry and commerce, finance, etc., and has set up industry departments. Finance is one of the industries that Licheng Hechuang and Huawei are focusing on expanding.

The support is abundant and in place

"Huawei has a lot of advanced management experience that we can learn from." Guo Meng explained, "For example, Huawei's ability to pull resources through the project, for example, Huawei's rapid bidding response mechanism, for example, Huawei's one-to-one sales communication is very smooth and efficient. ”

For example, Licheng Hechuang recently cooperated with Huawei to complete a network transformation project for a securities company. At that time, the bidding time was relatively tight, and the materials required were very large, and the requirements were very detailed, which was a typical project with tight time and heavy tasks. Fortunately, with its rich experience, Huawei helped the relevant personnel to prepare materials in a timely and effective manner, and became the manufacturer with the fastest response and smoothest communication in this bidding, which was recognized and appreciated by customers, and finally won the bid.

Another example is a customer in the AI industry who needs to manage its network in an integrated manner. Due to the fact that the different equipment of the customer's original machine room IT infrastructure involves many different brands, it is necessary to put forward corresponding transformation suggestions and schemes, and test them on site. This was a big challenge for the technical staff of Licheng Hechuang, and finally the test was completed with the help of Huawei's professional and technical personnel, and finally the customer's expectations were met and recognized by the customer.

Guo Meng said that what Licheng Hechuang wants to do in the future is to form a reputation, a label and an advantage in an industry or a type of customer. Therefore, Licheng Hechuang will invest in the core industry this year, including the tilt of KPI assessment, make good use of all available resources as much as possible, focus on improving the number of customers in the industry, and create certain industry customer success cases.

In fact, the success of every person and every company is his fruit. Behind the success is the unremitting efforts and persistence of people 5 years ago and 3 years ago. Guo Meng has a clear understanding of corporate culture and is also optimistic about the future development of the company, "Down-to-earth work is our best cultivation and practice, and it is the reason why we are doing." I believe that this good reason is the 'customer-centric, striver-oriented' brought by Huawei, and with a 'digital partner around you' like Huawei, I believe that Licheng Hechuang will have good results in the future." ”